Preview Price Waterfall for Charges and Product Pricing

Price Waterfall Visualization helps businesses determine the factors impacting net revenue and profitability. In the final pricing for a quoted product, several factors come into play, such as pre-set promotions and special pricing for a selected set of accounts based on status, geography, industry, etc. Additionally, sales users can apply manual discounts as part of the negotiation with the customer. Currently, all of this data is captured on the quote, but it is difficult for users to visualize the full picture.

Oracle CPQ 25B introduces a quoting price waterfall for the JET Transaction UI. The price waterfall enables users to understand how the final price is derived. When enabled, the price waterfall displays in the charge drawer and the sub-document UI. The Charge Details View displays the charge information and also displays additional selected attributes for price waterfall.

For example, the GENG-201 80kW Natural Gas Generator the base price is $3,500.

  • The Q1 Promotion applies a %10 discount, reducing the price to $3,150
  • An additional Manual Discount of $100 is also applied.

Price Waterfall - Charge Details

Users can open the Graph View to display a visualization of the price waterfall. Users can hover over the graph items to display the exact amount for the item.

Price Waterfall - Graph View

Users can open the Table View to display a summary of adjustments for the selected charge item.

Price Waterfall - Table View

Oracle CPQ 25B introduces the following Layout Editor updates to support the price waterfall.

  • The price waterfall is enabled using the new Enable Price Waterfall option in the Line Item Grid Settings.
  • There are also two new options settings for Line Item Grid attributes:
    • Select the Display in Price Waterfall option to display selected attributes in the Charge Details View when price waterfall is enabled.
    • Select the Is Net Price Attribute option to identify the attribute for the unit price net of all discounts for this charge. Typically this is the Net Price attribute.

Price Waterfall settings in Layout Editor

The quoting Price Waterfall provides the following business benefits:

  • Transparency for Sales Teams:  Sales representatives can have a clear breakdown of the pricing components, helping them understand the impact of discounts, additional charges, and other factors on the final price. This transparency empowers sales teams during negotiations and discussions with customers.

  • Informed Customer Decision-Making:  Sales representatives can see a transparent breakdown of the price components, allowing them to understand the value customers will be receiving and the factors contributing to the final cost. This transparency builds trust and facilitates more informed decision-making.

  • Negotiation Insights:  The breakdown helps sales teams identify areas for negotiation. For example, if a customer is concerned about a high shipping cost, the sales representative can explore options to address that specific component of the price.

Steps to Enable

Display Price Waterfall in Commerce

Complete the following steps to display the price waterfall in Commerce.

  1. Navigate to the Admin page.

  2. Click Process Definition in the Commerce and Documents section.

  3. For the applicable process, select Documents from the Navigation menu, and then click List.

  4. For the main document, select JET Responsive Layout from the Navigation menu, and then click List.

  5. Enable the Price Waterfall:

  1. Click on the Line Item Grid element in the layout section.

  2. Open the side panel Settings section.

  3. Select the Enable Price Waterfall option.

  1. Display additional attributes in the Charge Details View for price waterfall.

  1. Click on the desired Line Item Grid attribute in the layout section.

  2. Select the Display in Price Waterfall option.

  3. Repeat this step for all desired attributes.

  1. If applicable, designate the Net Price attribute.

  1. Click on the desired Line Item Grid attribute in the layout section.

  2. Select the Is Net Price Attribute option.

  1. Click Save.

  2. Deploy the Commerce process.

Tips And Considerations

  • Administrators should review the Pricing Models and ensure that it's appropriate for their sales users to see all pricing information in the transaction price waterfalls. Do not enable this feature if you don't want your sales users to view all pricing information from the Pricing Models. Granular access control on Pricing Model views for price waterfall is not supported in Oracle CPQ 25B.

  • Oracle CPQ 25B only supports Quoting Price Waterfall for the JET Transaction UI. The Quoting Price Waterfall is not supported for the Redwood Transaction UI in Oracle CPQ 25B.